Inglés para ventas: vocabulario esencial

"cold outreach"

Contacting a potential customer who has had no prior relationship with your company.

"Our team uses cold outreach via LinkedIn to introduce our software to decision-makers."

"sales pipeline"

A visual overview of all the deals a salesperson is working on at each stage of the sales process.

"The manager reviewed the sales pipeline every Monday to forecast revenue for the quarter."

"lead generation"

The process of attracting and capturing the interest of potential customers for a product or service.

"The new content marketing campaign dramatically improved lead generation for the enterprise tier."

"qualified lead"

A prospect who has been evaluated and confirmed as a potential buyer who meets specific criteria.

"Only qualified leads are passed to senior account executives to avoid wasting their time."

"inbound lead"

A prospect who initiates contact with your company, typically after finding you through marketing.

"Inbound leads from the webinar converted at three times the rate of cold outreach contacts."

"prospecting cadence"

A structured sequence of touchpoints — emails, calls, and messages — used to engage a prospect over time.

"The rep followed a ten-day prospecting cadence before marking the contact as unresponsive."

"total addressable market"

The total revenue opportunity available for a product or service if it achieved 100% market share.

"The pitch deck highlighted a $4 billion total addressable market to attract investor interest."

"top of funnel"

The earliest stage of the sales process where broad awareness is created among a large pool of prospects.

"Social media advertising and blog content drive most of our top of funnel traffic."

"discovery call"

An initial sales conversation designed to learn about a prospect's needs, challenges, and goals.

"She prepared ten open-ended questions before the discovery call with the new enterprise prospect."

"pain point"

A specific problem or frustration that a potential customer is experiencing and wants to solve.

"The biggest pain point for their finance team was reconciling invoices manually every month."

"BANT framework"

A qualification method assessing Budget, Authority, Need, and Timeline to determine if a prospect is ready to buy.

"Applying the BANT framework revealed the prospect had budget but lacked decision-making authority."

"decision-maker"

The person within an organisation who has the authority to approve or reject a purchasing decision.

"After three meetings with the manager, the rep finally got a call with the actual decision-maker."

"use case"

A specific scenario that demonstrates how a product solves a particular problem for a particular type of customer.

"The sales engineer walked through a use case tailored to the retail industry to make the demo more relevant."

"buying committee"

The group of stakeholders within a company who collectively evaluate and approve a major purchase.

"B2B software deals often involve a buying committee of five or more people across different departments."

"ICP (ideal customer profile)"

A detailed description of the type of company that would benefit most from your product and is most likely to buy.

"The sales team refined their ICP to focus on mid-market SaaS companies with 100–500 employees."

"champion"

An internal contact at a prospect company who believes in your solution and advocates for it within their organisation.

"Without a strong champion inside the company, the deal stalled at legal review for months."

"value proposition"

A clear statement that explains how your product solves a problem, delivers benefits, and why customers should choose you.

"The rep opened the presentation with a concise value proposition tailored to the client's industry."

"product demo"

A live or recorded presentation that shows how a product works and highlights its key features and benefits.

"After a compelling product demo, the prospect asked for a proposal the same day."

"ROI (return on investment)"

A measure of the financial benefit a customer gains from a product relative to its cost.

"The sales deck included a ROI calculator showing the customer could save $200,000 annually."

"proof of concept"

A small-scale test or pilot project that demonstrates a product's feasibility and value in a customer's environment.

"The client agreed to a 30-day proof of concept before committing to a full deployment."

"elevator pitch"

A brief, persuasive speech lasting about 30–60 seconds that summarises what you sell and why it matters.

"She practised her elevator pitch until she could deliver it confidently in any situation."

"business case"

A structured document or presentation justifying a purchasing decision with financial and strategic evidence.

"The procurement team required a formal business case before approving any software spend above $50,000."

"feature vs. benefit"

A distinction between what a product does (feature) and what positive outcome it creates for the customer (benefit).

"Good salespeople lead with benefits, not features — not 'it has AI' but 'it saves your team two hours a day'."

"social proof"

Evidence that other customers have succeeded with a product, such as testimonials, case studies, or logos.

"Adding customer logos and case study quotes to the deck provided powerful social proof."

"objection handling"

The process of addressing concerns or doubts a prospect raises about a product, price, or the decision to buy.

"Strong objection handling skills are what separate average reps from top performers."

"price anchoring"

A negotiation technique where the first price mentioned sets a reference point that influences later discussions.

"By presenting the premium tier first, the rep used price anchoring to make the standard plan seem affordable."

"concession"

Something given up during negotiations in exchange for a corresponding benefit from the other party.

"The rep was authorised to offer a 10% discount as a concession only if the prospect signed before month-end."

"BATNA (best alternative to a negotiated agreement)"

The most favourable outcome a party can achieve if negotiations fail and no deal is reached.

"Knowing their BATNA gave the sales director the confidence to walk away from an unprofitable deal."

"sticker price"

The listed or published price of a product before any discounts or negotiations are applied.

"Few enterprise clients pay the sticker price — most expect some form of volume discount."

"pushback"

Resistance or objections from a prospect, often related to price, timing, or need.

"When the prospect pushed back on the timeline, the rep asked open questions to understand the real concern."

"win-win outcome"

A negotiation result where both parties feel they have gained value and are satisfied with the agreement.

"By including an extended support package, the sales team achieved a win-win outcome that accelerated the close."

"walk-away point"

The minimum acceptable terms below which a salesperson or company will not proceed with a deal.

"The manager made clear that a 25% discount was the walk-away point — anything more would make the deal unprofitable."

"close the deal"

To successfully complete a sale by obtaining the customer's final agreement or signature.

"After three months of negotiations, the rep finally closed the deal over a video call on Friday afternoon."

"trial close"

A question or statement used to gauge a prospect's readiness to buy before formally asking for the sale.

"'If we can match that budget, would you be ready to move forward?' is a classic trial close."

"mutual action plan"

A shared document listing the steps, owners, and deadlines both the buyer and seller agree to follow to complete a deal.

"Creating a mutual action plan with the client kept everyone aligned and prevented the deal from stalling."

"procurement process"

The formal steps a company follows to evaluate, approve, and purchase products or services from vendors.

"Understanding their procurement process early helped the rep navigate legal and security reviews efficiently."

"contract negotiation"

The back-and-forth discussion of the terms and conditions of a sales agreement before signing.

"Contract negotiation dragged on for two weeks due to disputes over liability clauses."

"discount approval"

The internal sign-off required from management before offering a customer a reduced price.

"The rep requested discount approval from her VP to offer the client a 15% reduction on the annual contract."

"renewal"

The process of extending an existing customer's contract or subscription for another term.

"The customer success team contacts clients 90 days before their renewal date to begin the upsell conversation."

"velocity"

The speed at which deals move through the sales pipeline from initial contact to close.

"Focusing on smaller deals increased deal velocity and improved the team's monthly quota attainment."

"upselling"

Persuading an existing customer to purchase a higher-tier product or add-on that increases the deal value.

"After six months of successful use, the account manager proposed upselling the client to the enterprise plan."

"cross-selling"

Recommending complementary products or services to an existing customer to increase overall revenue.

"The rep used cross-selling to introduce the analytics module to clients already using the core platform."

"churn rate"

The percentage of customers who cancel or fail to renew their contracts over a given period.

"High churn rate in the mid-market segment prompted a review of the onboarding process."

"customer lifetime value"

The total revenue a company can expect from a single customer account over the entire relationship.

"By improving retention by 5%, the team increased average customer lifetime value by over $20,000."

"net revenue retention"

A metric showing how much revenue is retained from existing customers, including upsells and downgrades.

"A net revenue retention above 120% means the company grows revenue even without adding new customers."

"executive sponsor"

A senior leader at a vendor company who takes personal responsibility for a key customer relationship.

"Assigning an executive sponsor to the account signalled the vendor's commitment to a long-term partnership."

"quarterly business review"

A formal meeting between a vendor and a key customer to assess performance, discuss goals, and plan the next quarter.

"The quarterly business review revealed the client wanted to expand usage to two additional business units."

"land and expand"

A sales strategy of winning a small initial deal and then growing the account over time through upsells and expansions.

"The company's land and expand strategy meant most Fortune 500 accounts tripled in value within two years."